New Attitude

Posted: 6/2003

New Attitude
Record-Breaking Attendance Sets Upbeat Tone for Channel Partners Expo

By Tara Seals

The Channel Partners Conference & Expo, held March 24-26 at the Mandalay Bay Resort & Casino in Las Vegas, attracted more than 1,800 people, making it a record-breaking event for host PHONE+. The Las Vegas fervor carried into the show, as channel partners and exhibitors alike enjoyed the cocktail parties and other networking opportunities, sponsored by Acceris Communications Partners, NTT/Verio Inc., Sprint Corp. and Road Runner Business Class. An upbeat vibe was a signal to some that the telecom blues could be on their way out.

"The attitudes of agents and carriers alike who attended the Channel Partners Conference & Expo were just great, very positive -- in direct contrast to the troubling times that the telecom industry has been undergoing for the last 12 to 24 months," notes John D. Baker, president and CEO of ACC Business. "I believe that this is a strong indicator of the critical role that agents are playing in the telecom industry. And that the agent distribution model is and continues to be a key component in helping carriers grow their businesses."

The exhibit floor was home to familiar faces with MCI sponsoring the Virtual Golf pavilion and exhibitor Trans National Communications Inc. offering in-booth champagne. But it also featured some intriguing newcomers, such as Time Warner Cable Business Services; JirehCom, a faith-based provider that offers resale, agent/resale hybrid, agent and affinity programs for a suite of voice and data products; and USA Digital Communications Inc.

"As a first time exhibitor, and just launching our new Service Solution Partner Program, we were very pleased with the number of qualified attendees, and the interest our booth and partner program received," says Randy Tidmore, director of VAR channel sales at systems integrator and field service organization Telsource Corp. "As we follow up on leads, early results look promising and confirm that the show attracted a highly- focused audience."

Exhibitors representing fare from conferencing to back-office services to VoIP turned the hall into a smorgasbord for channel partners. Master agents such as Venicom Inc. were joined by resellers like TMC Communications and carriers such as Covista Communications, ICG Communications Inc. and Xspedius Communications. The local service and integrated communication provider segment was well represented, with providers such as Allegiance Telecom Inc. and InfoHighway Communications Corp. packing their booths with potential customers.

Many chose the show as a forum to make news announcements, such as Accutel's debut of its agent-only subsidiary. Norcom released a 2.9 cent interstate rate, and a new conference calling product. Norcom also announced direct deposit for agent commission payments and an agent utility tool that allows our agents to view the status of their accounts around the clock.

Agents networked and addressed all sides of their business. "Meeting new agents was the main reason we were there," says Geoffrey Shepstone, president of master agency Telecom Brokerage Inc. "In addition we straightened our relationships with our existing vendors and met new vendors we are considering adding to our product mix."

Apart from the business flowing in the expo hall, the education program provided well-received advice from the experts for full-package registrants. Sponsored by PlanetOne Communications Inc., the education kicked off the inaugural Agent Choice Awards presented by the Agent Alliance.

Robert Stevenson, an author with more than 20 years of corporate and entrepreneurial experience, delivered a humorous and instructive keynote address sponsored by ACC Business. Stevenson focused on continual improvement, adaptability and coping with change. He offered up nuggets of advice, such as "It's not the big that eat the small; it's the fast that eat the slow" and "remember the 8/16 rule, which says that if you do a good job someone will tell eight people. But if you don't, twice as many will know!" Also a hit was the second general session, "Growing and Expanding Your Business Part II," which featured experts in business strategies discussing branding a company, smart financial management and gaining market savvy. Moderator Khali Henderson, editor-in-chief at PHONE+, directed panelists Ramon Williamson, CEO for Ramon Williamson Coaching, Hedley Lawson Jr., managing partner at VantagePoint Partners and Glen Garret, a principal with Mann and Garret LLP in answering audience questions. The discussion was lively and offered real-life suggestions and advice on everything from contracts to smart marketing ideas.

Keynote Speaker Robert Stevenson

PHONE+ and TAG launched the Channel Partner/TAG Certification Program, in conjunction with Spohn Training Inc. and Intervention Management Technologies Inc. The training continued with the in-depth Channel Partners Certification (CPC) training, held Thursday and Friday after the show.

Finally, the buzz in the meeting room was palpable as attendees got ready to hear from the participants in the show's biannual Vendor Panel. The panelists were: Don Green, senior director of marketing and distribution marketing, Sprint Corp.'s Global Markets Group; Sherman Henderson, president and CEO, Lightyear Communications Inc.; Randy McNeal, general manager, eMeritus Communications Inc.; John Melick, co-president and COO, Primus Tele-communications Inc.; Dan Moffat, president, CEO and co-founder, New Edge Networks Inc.; Mike Ruley, president of market sales, XO Communications Inc.

Always a forum for stirring up dust, this year's panelists gave valuable insight into what to expect in the next few months. Moderator

Master of Ceremonies Brian Twomey

Ted Schuman, president and CEO of master agent PlanetOne Communications Inc. kept things lively and moving, fielding questions from the audience and adding a few of his own. The most heated discussion of the afternoon came with the discussion of evergreen clauses -- those contract provisions that state the agent continues to earn the same commission as long as the customer is on the network.

The show was by all accounts a success. "The atmosphere was electric," says Ninon Laforce, product manager at Assemble Conferencing. "The energy level of the attendees and the exhibitors was incredible."